Italian negotiators have a sense of drama and do not hide their emotions.
Nontask sounding involves general, polite conversation and informal communication
Offshoring is when a company moves one or all of its factories from the home coun
Attribution: The process in which people look for an explanation of another persons
Born Global: Companies start out with a global reach using their internet capabilities to
Clustering: Geographic concentrations of related, interdepe
Communications and business negotiating practices various countries
India (p 120)
o Indians prefer to do business with whom they know; relationships are built upon
mutual trust and respect.
o They really prefer to have long-standing personal relationships
What helps negotiators develop an ability to understand other parties positions (p148)
Prepare for meetings by practicing role reversal.
Focusing on the entire situation confronting each party encourages negotiators to assess a
wider range of alternatives
Industry Based Model: The firms potential competitive position in its industry can be
Institution based Theory: Global, regional and country factors and risks that are in
considerations of existing and potential risks and influences in the host
Characteristics of successful negotiators from countries covered on pages (Especially Indian and
Indian Negotiators: looks for and says truth, is not afraid of speaking up but has selfcontrol, seeks solutions pleasing all parties, is humble
What managers do first to understand differences in negotiation styles (and why) (p 146)
Negotiators conduct research to develop a profile of their counterparts so that they know
what to expect, how to prepare and how to react.
Find the kinds of demands t
Goal of negotiation to establish long term relations (p145)
Set up a win-win situation that brings a settlement beneficial to all parties concerned.
Problems of assuming others perceive, judge, think, and reason the same way (p145)
There are a greater num
Guidelines for cultivating trust (p 115)
Create a clear and calculated basis for mutual benefit. There must be realistic
commitments and good intentions to honor them.
Improve predictability: strive to resolve conflicts and keep communication open.
After clarifying the corporate mission and objectives, the first major step in weighing
international strategic options is the environmental assessment.
Antidumping laws are one means by which formal institutions affect international